Companies often pose this question, implying that there is a magic answer or all-encompassing industry benchmark that can accurately evaluate whether their salespeople should cover more, fewer, or the same number of accounts. The studies that do exist can provide…
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Quota-setting. If that phrase causes a twinge of pain, you are not alone! Over our many years of working with sales organizations, quota-setting has been a topic that causes consistent concerns across both the sales force and those concerned with…
After almost 30 years of consulting with leading companies on sales effectiveness and sales compensation, I’ve come to the conclusion that other than calling every sales compensation plan “commissions”, the most misunderstood and mis-applied concept in sales compensation is CCOS,…